Unseen biases, emotions, and logic influence the customer’s buying decision at every turn.
With Richardson Sales Performance’s eBook, The Science of Decision Making: Understanding the Psychology Behind Customer Decisions, sales professionals will learn the surprising ways customer decision making unfolds.
Findings from more than a dozen psychological studies reveal:
- Why short-term emotions drive long-term decisions
- Why context drives the choice to buy
- Why defaults influence decision making
- Why “sudden death aversion” slows the sale